As promised, I’m cruising through the specifics of my 5 Sales Tips to Maximize Your Price. We already covered Sell the Outcome, Not the Activity. Today we are focusing on what it means to… Sell the urgency of the customer’s timeline. Customers are far more willing to pay more when what you have is what they need [...]

I spend a lot of time talking about the problems of discounting your price. There is another problem — possibly an even bigger problem — causing you to lose money. It’s pride. If you want to be a salesperson who not only commands higher profits, but also has more satisfied customers, you have to become [...]

We all want to think we’re smart. And in reality, we are pretty smart, especially about what we sell.  Problem is that many times, our own smarts wind up doing some pretty stupid stuff. Case in point is when the customer with whom we are dealing seems to be a little confused and possibly appears [...]

Do you truly listen to your customers? Could you do better? The reason I ask is because it seems that listening is a skill that is emphasized as important, but unfortunately is not actually put into practice — at least to the extent it could be. And if you aren’t really listening to your customer, [...]

If you don’t understand the power of strategic questioning, you are missing out on a vital tool in high-profit selling. Building long-term relationships with customers and prospects requires that you ask strategic questions. Strategic questions are those where the answers are not always clear cut.  You want to get the other person thinking and talking. [...]